Covering the BenefitsThe natural flow of the calls should include a thorough review of the benefits of home ownership, the benefits of our advising system and the benefits of the gfc savings program.
The good news is that each of these topics have their own dedicated web page that you can use to walk your contact through the information. You will have to learn how to cover all the bases of these topics without spending too much time on them. The ideal goal would be to cover all of these concepts on the first contact call. However, that is not always realistic. Whether you complete these concepts in one call or over several will vary based on the caller. If you are not able to complete all of these concepts in the first call, you have to remember to cover them in your follow up calls. The Benefits of Home Ownership
The more time you spend on this topic the more likely it is that they will end up enrolling. Skip this topic and it's almost assured that they will not enroll. Take the time to read through each paragraph, summarizing the points on the page. Engage them on the various points. Probe skillfully, asking questions about which benefits they are most excited about and let them tell you why. Make notes in google contacts. This may come in handy later when you're reminding them of "why" they need to take action. Your job is to point out the pain of renting and the happiness that comes from home ownership. You will revisit these points later when you get to the goal setting exercise. No matter how logical our programs may be and how much financial sense they make, we are all emotional creatures that feel our way through decisions. You have to evoke their emotional feelings to some degree to get them motivated to make a change in their life. You have to get that contact emotionally charged about their future. Their are several ways to do this. Start with the "pain" of renting and get them to admit what they don't like about renting. Most renters don't know what home ownership really means in terms of how being a home owner can improve their quality of life and overall happiness. It's your job to get them to discover that, get them excited about it and then get them to commit to the process of going for it. Your objective is to cover three specific points or topics.
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The Benefits of the Advising Program
The contact must understand how the advising system works. They specifically have to understand what consultations are and why they are important and what role they play in helping them acheive their goals.
Take the time to walk through the paragraphs on the page highlighting the following points.
The contact must understand how the advising system works. They specifically have to understand what consultations are and why they are important and what role they play in helping them acheive their goals.
Take the time to walk through the paragraphs on the page highlighting the following points.
1) Define what a Consultation is (purpose)
(2) How many consultations & why that is important (3) Access to a team vs one person (why is that good for them) (4) Why the is Having Good Credit Important? (5) What separates our Credit Consultations from others? |
(6) What is covered typically in a consultation
(7) Time - however long (why is this good for them) (8) Free - explain how we are able to say the program is free (9) Best Possible "Terms" - Why is this good for them (10) Income Generation - Why & How |
Discuss each point and then ask them to explain each point back to you. Before you can move to the next step, they have to convince you that they understand these topics and the value it brings them.
The Benefits of the gfc Savings Program
Next to their goals, how we handle the money is the second most important topic you have to ensure they understand. They specifically have to understand how their money is accounted for while they are in the program, while they are going through consultations and then how it is reconciled when they graduate and get to the closing of their home. Take the time to walk through the paragraphs on the page highlighting the following points.
Next to their goals, how we handle the money is the second most important topic you have to ensure they understand. They specifically have to understand how their money is accounted for while they are in the program, while they are going through consultations and then how it is reconciled when they graduate and get to the closing of their home. Take the time to walk through the paragraphs on the page highlighting the following points.
(1) The importance of a budget (in relation to gfc)
(2) Define the Commitment (3) Define what would be needed without our program. (4) Explain Community Development Funding (5) Explain the Comparison (6) Explain Sponsorship Funding (7) Explain Principle Reduction (8) Explain Equity @ closing (9) Explain Carrying & Closing Costs |
(10) Explain the Custom Renovation
(11) Explain the Transportation Program (12) Explain Moving Assistance (13) Explain the Home Warranty (14) Explain the Accountability Mechanism (15) Explain Ensuring Sponsorship (16) Explain Budgeting Payments over time (17) Explain Separate Transactions |
Discuss each topic and then ask them to explain each point back to you. Before you can move to the next step, they have to convince you that they understand these topics and the value it brings them.